In the argument stage, the serious exchange of views begins. This can be
uncomfortable as the goal is to strengthen your own position whilst weakening
the other person's position.

Note that in a
collaborative negotiation, the argument may be gentle and polite to the
point where it does not seem like argument. Nevertheless, the concerns may still
apply.

Erode their position

Respond to the positions and claims of their opening statements and
subsequent arguments, pointing out the
limitations, falsehoods and irrelevancies. Depending on your approach, your
attack on their position may be aggressive, rational, empathetic or apologetic.
Overall, you are seeking to
refute their
argument, and the way you do this will set the tone for the rest of the
negotiation.

Note that erosion of their position is effective only when theyfeel
less certain or that they have less to bargain with. Simply asserting that they
are wrong may only serve to annoy them and make them more determined.

Minimize benefits to you

If they are claiming that something they have is of value to you, you can
show how what is on offer is not that important or you can get it elsewhere. This is relatively easy to do
as only you determine the value of what you might get.

Sorry, sir. There is little call for these at the moment.

I don't really care about how it looks. I just want
something to transport the family.

Weaken their truth

When they make assertions,
question them more
closely. Change or challenge probabilities. Show how things they assert as always true
are only sometimes (and perhaps infrequently) true.
Probe for the evidence
behind asserted truths. Test the reasoning they are using, then use what you
discover to undermine what they are proposing as unquestionable truth.

How do you know that? Have you attended every meeting this
year?

The train may be more reliable than it was, but it is still
late sometimes.

Manage their needs

When they tell of the things that they
want from the negotiation and
you would find it difficult to give them this, show how they cannot
possibly get these, or otherwise reduce what they will ask for. Show how
requirements are not legitimate. Indicate how they can get what they want
elsewhere. Hint that what they want is not yours to give.

I know you're seeking a bargain, but I am not allowed to
discount the price.

There's no way you're going to get delivery today.

Remember also that their needs are what drive them, and if you believe that
you can satisfy those needs with reasonable economy, then you may escalate these
needs, telling them how important they are, increasing their desperation to
satisfy them. You can exchange satisfaction of their needs for satisfaction of
yours.

You're absolutely right. It is very important for you to
reduce your hours.

Of course you want a decent car, sir. How could you hold
your head up otherwise?

Strengthen your argument

As a counterpoint to reducing their power, you should be increasing the
legitimacy and force of your own argument, showing how it is right and proper
that you get what you require.

Maximize the benefits for them

Hint at what they are going to get out of the deal. Get them thinking
positively about your ideas. Push their thinking out beyond having done the deal
so they see how good it will be after agreement is reached.

If you get rid of this today you'll have much better space
here.

Going to bed now will make you feel much better in the
morning.

Strengthen your truth

Where you have stated something as true in your opening argument, add
rationality and
cause. Use clear forms of
reasoning that
show how you are speaking the whole truth, and that anything else is falsehood.
Demonstrate objective evidence
that proves your case. Show your impartiality by considering the (weakened)
arguments against your case.

I need the extra resource to complete the project on time,
as this plan shows.

I asked finance to check the numbers and they do add up
right.

Legitimize your needs

Show how your needs are allowed both in the formal, legitimate sense (as
appropriate) and also that they conform with social rules. Demonstrate due diligence in
the research you have done.

I have spoken with Bill and Ted and they both said this was
the right thing to do.

I have checked with several sites on the internet to ensure
a fair price.

Repel their attacks

When they try to erode your position with various
tactics, respond firmly to these attempts.
Show how you know what they are doing. Turn the tactics around so they repel
themselves. Turn attacks into compliments.

You're right, it seems useless. But when you look at it from
the customer's viewpoint...